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312.670.13
Negotiation in Health Care Settings

Location
East Baltimore
Note: Due to the COVID-19 Pandemic, this course was held in a virtual/online format.
Term
Winter Institute
Department
Health Policy and Management
Credit(s)
3
Academic Year
2020 - 2021
Instruction Method
TBD
Start Date
Monday, January 4, 2021
End Date
Friday, January 8, 2021
Class Time(s)
In addition to 4 hours of pre-recorded lectures, this course will be offered via live zoom sessions January 4-8 from 1p-5p.
M, Tu, W, Th, F, 1:00 - 5:00pm
Auditors Allowed
No
Available to Undergraduate
No
Grading Restriction
Letter Grade or Pass/Fail
Course Instructor(s)
Contact Name
Frequency Schedule
One Year Only
Next Offered
Only offered in 2020
Prerequisite
Description
Addresses the basic skills needed for effective negotiation of business relationships in health care and other settings. Focuses on understanding and developing a systematic approach to preparing for, structuring, and negotiating key business relationships. Presents basic process and conflict management skills needed for effective negotiation of business relationships in health care. Also explores the ethics of negotiation.
Learning Objectives
Upon successfully completing this course, students will be able to:
  1. Use negotiation techniques to assess, plan and conduct effective two-party and multi-party negotiations
  2. Use conflict management techniques to assess and manage two-party and multi-party conflicts
  3. Identify behavioral elements of their own negotiation and conflict handling style and analyze the potential impact of various style elements
  4. Develop and apply strategies to strengthen use of negotiation and conflict management styles and techniques
  5. Analyze others’ behavior in negotiation and conflict and apply strategies that are effective responses to those behaviors
  6. Apply ethical frameworks when engaging in negotiation
Methods of Assessment
This course is evaluated as follows:
  • 20% Participation
  • 15% Written Assignment(s)
  • 15% Written Assignment(s)
  • 25% video Analysis
  • 25% Final Exam
Enrollment Restriction
undergraduate students are not permitted in this course
Special Comments

This course will be offered remotely with a mix of asynchronous lectures and 5 synchronous zoom sessions. Students are required to listen to lectures prior to the start of class. Final exam is due by February 5, 2021.